Sales Development Representative - Mid Market

Marketing - Burlington, MA, USA
Posting Date
Sep 13, 2017
Burlington, MA, USA
Job ID


Generate new business pipeline within Sophos’ Mid Market Accounts. Call into target accounts via proactive prospecting to identify and engage with key contacts. Follow up, engage and manage assigned marketing generated leads. 

Main Duties

  • Work closely with your assigned team of Account Executives to generate, qualify, develop, and nurture high quality opportunities resulting in new pipeline         
  • Ability to maneuver thru large organizations and identify decision makers, decision process, technical environment and need and/or pain.
  • Ability to articulate value and uncover needs at each level of an organization         
  • Develop target list of accounts with sales team and develop a sales plan to penetrate target accounts.
  • Initiate outbound calling campaigns to target account lists to generate demand
  • Meet and/or exceed daily and monthly performance targets for number of outbound calls, qualified leads passed and pipeline contribution.
  • Research and profile target companies utilizing the web, Hoovers, OneSource, Jigsaw, LinkedIn and other research tools.         
  • Attend and participate in weekly/monthly  Sales team meetings.
  • Work closely with SDR Manager and team to develop targeted outbound email campaigns.
  • Update prospect database with conversations, competitive information, company size, decision making criteria and other pertinent information.
  • Generate detailed summaries of qualified leads for  Reps to understand a prospect’s business pain and infrastructure.    Provide feedback and suggest improvements to calling campaigns, scripts, messaging, etc.
Organizational Responsibility
  • Reports directly to the Sales Development Manager         
  • Direct collaboration with  Sales Management and Team
  • Works closely with Marketing and peers

Experience and Skills

  • 1 to 5 years’ experience in a Sales Development role or Transactional Sales role.
  • Experienced in outbound lead generation/sales.
  • Experience with technical products in the hi-tech industry
  • Process oriented in lead management
  • Ability to create a sense of urgency with prospects
  • Ability to identify needs/pain
  • Ability to present value based messaging

To be successful in this role, you will need to:

  • Active Listening
  • Assertiveness
  • Attention to Detail
  • Creativity
  • Driving for Quality
  • Goal Oriented


In most cases, the compensation package includes:

  • Medical insurance
  • Dental insurance
  • Vision insurance
  • Life insurance
  • Long-term disability insurance
  • 401k plan
  • Vacation time
  • Gym membership compensation

Special How to Apply Instructions

To apply, please send resume to:


If you choose to explore this opportunity, and subsequently share your CV or other personal details with Sophos, these details will be held by Sophos for 12 months in accordance with our data protection policy which can be found here and used by our recruitment team to contact you regarding this or other relevant opportunities at Sophos.  If you would like Sophos to delete or update your details at any time, please reply to this or other emails from Sophos clearly stating your request, or follow the steps set out in the data protection policy describing your individual rights.  If you have any questions about Sophos’ data protection practices please contact

Posting Date
Sep 13, 2017
Burlington, MA, USA
Job ID